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Author: David Masover
Publisher: Booksurge Publishing
ISBN: 9781439268957
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
For salespeople at all levels, a practical guide designed to personalize the sales process, increase efficiency, maximize sales, and create satisfaction for sales staff, management, and clients alike.
Author: David Masover
Publisher: Booksurge Publishing
ISBN: 9781439268957
Category : Business & Economics
Languages : en
Pages : 208
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Book Description
For salespeople at all levels, a practical guide designed to personalize the sales process, increase efficiency, maximize sales, and create satisfaction for sales staff, management, and clients alike.
Author: John Care
Publisher: Artech House
ISBN: 1608077446
Category : Business & Economics
Languages : en
Pages : 407
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Book Description
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: John Care
Publisher: Artech House
ISBN: 1596933402
Category : Business & Economics
Languages : en
Pages : 360
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Book Description
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Author: Jay Butler
Publisher: Lulu.com
ISBN: 1304102955
Category : Business & Economics
Languages : en
Pages : 48
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Book Description
As an active salesman and sales manager for over 3 decades, I am in a unique position to speak to the qualities and attributes found in the best sales people. Jay Butler is one of the finest sales professionals I have ever met because he has mastered these techniques to the point that they have become part of his nature. Jay's personal performance within our company was consistent month in and month out. His leadership in the field and dedication to those around him led our region to producing award winning results year in and year out.In this book Mastering the Sales Process, Jay shares the wisdom and knowledge he has learned throughout his sales career and as a national sales trainer to encourage and inspire others to achieve unlimited success. I highly recommend that anyone wanting to improve upon their sales read Jay's book and learn how these techniques can inspire greatness.
Author: Joe Morone
Publisher: Worldleaders Media Group
ISBN: 9780999657607
Category :
Languages : en
Pages : 186
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Book Description
The Smart Sales Method provides B2B Technology Sales Teams with a client-facing sales methodology designed specifically for organizations that sell complex offerings in a highly competitive marketplace, and for the CEOs and Sales Leaders who feel their organizations have not yet won their fair share of their potential market. When fully implemented, the B2B sales team applying the Smart Sales Method will be utilizing a statistically supported sales method for developing more pipeline and closing more sales. Written by the leadership team of Worldleaders Sales Solutions' co-founder and lead Sales Trainer Joe Morone, co-founder and Outsourced Sales Recruiting leader Karen Benjamin, and Account Manager Marty Smith, The Smart Sales Method is a step-by-step approach for CEOs and sales leaders of B2B technology companies who are determined to improve their sales results. Learn more at www.worldleaderssales.com. Message from author Joe Morone: This book is not for everyone. This book is for the CEOs and Sales Leaders who feel their organizations have not yet won their fair share of their potential market. You have great products/services. You've amassed a dedicated team. You have loyal clients realizing tangible success with your offerings. But improving sales results remains your most elusive challenge. You did everything right. You hired experienced salespeople. You compensated them fairly and invested time and money into their training. Yet you're still not seeing the sales growth you know the company deserves. Smart Selling for B2B Technology Sales Teams is a client-facing sales methodology designed specifically for organizations that sell complex offerings in a highly competitive marketplace. When fully implemented, your sales team will be utilizing a statistically supported sales method for developing more pipeline and closing more sales. Let's get on the path of exponential year-over-year sales growth... so that you can win your fair share. I will be with you every step of the way. Just call me at (585) 732-5666 or email me at
[email protected]. Joe Morone, Principal, Worldleaders Inc. www.worldleaderssales.com
Author: Tom Hopkins
Publisher: Grand Central Pub
ISBN: 9780446386364
Category : Business & Economics
Languages : en
Pages : 292
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Book Description
After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.
Author: Benjamin Brown
Publisher:
ISBN: 9780692660058
Category :
Languages : en
Pages : 116
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Book Description
As if channeling Zig Ziglar, Frank Bettger, and Jeffrey Gitomer, Ben Brown shows you exactly how to achieve a radical improvement in your sales process to dramatically close more sales, develop long term clients, and enjoy more referrals. Straight forward and clearly written, business expert Ben Brown provides a high impact sales strategy based on his years of successful sales training and experience. Whether you are a sales representative who wants to take your business to the next level or a manager looking for a complete step-by-step sales system for your staff, this is the game-changing book you have been looking for! * Discover the secrets for turning skeptics into buyers and buyers into referral machines. * Learn how to stop wasting time with those who will never purchase from you and quickly identify those who will. * Use a proven step-by-step sales strategy that will skyrocket your success and give you rock solid confidence in selling. * Improve your communication skills and ability to influence others, both in business as well as your personal life. Put your sales process on steroids with Master the Art of Closing the Sale and reap the benefits you and your business deserve. "Sales is an art, when done right it's a beautiful thing."-- Ben Brown
Author: Ashley Welch
Publisher:
ISBN: 9781619617568
Category : Business & Economics
Languages : en
Pages : 132
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Book Description
You've worked hard to make your sales operation a success, and you've achieved results. But in an age of ever-changing technologies and increasing customer demands, if you're selling like you always have, you're leaving deals on the table-and reducing potential. You can reinvigorate your sales organization, create new opportunities, and build competition-proof customer relationships when you start thinking like a designer. Design Thinking is a customer-centric innovation process that transforms the way one sells, whether it's an inside sales team or a group of field reps with multimillion-dollar portfolios. Welch and Jones's proven Sell by Design methodology will reduce the time it takes to get a first call, build pipeline, and increase deal size. And it reestablishes a deeper human connection in an era of automated response. Naked Sales will show you how firms like Salesforce, Hyland Software, and Ellie Mae are using this approach to stay customer-centric and increase revenue. Learn more at www.somersaultinnovation.com.
Author: Nick Kane
Publisher: John Wiley & Sons
ISBN: 1119052556
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.
